The tendency of people to comply with a second, lesser request after refusing a first, larger one is called the ________ effect.

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The door-in-the-face technique involves making a large request that is expected to be refused, followed by a smaller, more reasonable request. This approach is based on the principle of reciprocity, where the denial of the first, larger request creates a sense of obligation to agree to the second, smaller request.

The Tendency of People to Comply with a Second, Lesser